The Impact of the Impact Bias on Negotiation

13 Pages Posted: 8 Apr 2004

See all articles by Chris Guthrie

Chris Guthrie

Vanderbilt University - Law School

David F. Sally

Independent

Abstract

The theory of principled or problem-solving negotiation assumes that negotiators are able to identify their interests (or what they really want) in a negotiation. Recent research on effective forecasting calls this assumption into question. In this paper, which will appear in a forthcoming symposium issue of the Marquette Law Review devoted to the Emerging Interdisciplinary Canon of Negotiation, we explore the impact of this research on negotiation and lawyering.

Keywords: Negotiation, bargaining, affective forecasting, hedonics

JEL Classification: K00, K41

Suggested Citation

Guthrie, Chris and Sally, David, The Impact of the Impact Bias on Negotiation. Marquette Law Review, Vol. 87, 2004. Available at SSRN: https://ssrn.com/abstract=527543

Chris Guthrie (Contact Author)

Vanderbilt University - Law School ( email )

131 21st Avenue South
Nashville, TN 37203-1181
United States
615-322-6823 (Phone)
615-322-6631 (Fax)

David Sally

Independent

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